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Profiling a Successful Strategic Account Manager
Author: LaVon Koerner, Revenue Storm
Presentation Handout | April 25, 2010
Are good strategic account managers born, not made? Experienced managers know that all the training and coaching in the world cannot fix a bad hire, and to make matters even more complicated, even if you've made a good hire, it still does not guarantee that the SAM will be successful. This session teaches the core attributes and skills that a SAM absolutely, positively must either have or acquire to be successful. You will learn: * A structured process for profiling a successful SAM for your company * How to construct an accurate and predictive profile for hiring * A deep understanding of 27 core competencies representing over 700 specific behaviors * A framework for judging whether a SAM who does not possess all of the right attributes has the potential to be developed as a success in the role
Available to SAMA members only
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Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
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June 18-21, 2012 | SAMA University Northeast
Intensive, full-day courses with established SAM experts will expand your knowledge and capabilities to a new level of understanding. Come for one to four days of concentrated knowledge building and leave with a deeper understanding and an expanded toolbox of skills.
